Page 8 - 2015 Key Metrics-Assessing ECP Practice Performance

Gross Revenue per Complete Exam Performance Deciles

Highest Index vs. Median
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90 -99 percentile $500 163
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80 -89 percentile $416 136
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70 -79 percentile $371 121
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60 -69 percentile $341 111
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50 -59 percentile $317 104
Median $306 100
100
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40 -49 percentile $297 97
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30 -39 percentile $276 90
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20 -29 percentile $251 82
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10 -19 percentile $221 72
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Lowest 1 -9 percentile $159 52
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Assessing Performance: Gross Revenue per Complete Exam
If Current Performance Is... Actions Indicated
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Above Average: 60 percentile or higher, $328+ • Evaluate multiple pair sale ratio. If it does not exceed 12%, train staff to
suggest prescription sunwear and special use lenses to appropriate patients.
• Compare usage of PAL, AR, high-index and photochromic lenses to industry
norms. Select one or two lens types and train staff to present to appropriate
patients.
• If sales of frames retailing for $200 or more is less than 40% of units,
increase inventory of higher end frames.
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Average: 40 -59 percentile, $287-$327 • Compare eyewear gross profit margin to industry norms. If average or
below, adjust pricing to increase profit margin.
• Compare frames sales mix by price point to industry norms. If sales of
frames retailing for $200 or more is less than 40% of units, increase inven-
tory of higher end frames.
• Compare usage of PAL, AR, high-index and photochromic lenses to industry
norms. Select one or two lens types and train staff to present to appropriate
patients.
• Compare exam fees to industry norms. If at or below industry median,
consider fee increases.
Below Average: 39 th percentile or lower, $286 • Evaluate eyewear capture rate. If below industry norms, consider upgrading
or less optical dispensary.
• Review average eyewear retail sale. If average or below, compare usage of
PAL, AR, high-index and photochromic lenses to industry norms. Select one or
two lens types and train staff to present to appropriate patients. Also compare
frames sales mix by price point to industry norms.
• Compare exam fees to industry norms. If at or below industry median, consider
fee increases.

6 Key Metrics: Assessing Optometric Practice Performance 2015